Category: Demand Generation

The pipe is… LIFE! The pipe is… LIFE! The pipe is… LIFE! Jeb Blount is the first sales speaker that I’ve ever heard who gets it right by opening Outbound 2018 with the audience chanting – THE PIPE IS LIFE! Dave Berman, President of Zoom Video knows that the pipe is life. Steve D’Angelo, PresidentRead more about The Pipe Is Life![…]

ACTIVITY BASED COSTING FOR SALES Wikipedia defines Activity Based Costing as: https://en.wikipedia.org/wiki/Activity-based_costing Activity-based costing (ABC) is a costing methodology that identifies activities in an organization and assigns the cost of each activity with resources to all products and services according to the actual consumption by each. This model assigns more indirect costs (overhead) into direct costs compared to conventional costing. CIMA (CharteredRead more about Activity Based Costing[…]

For anyone who knows me, I’ve always had a dream of owning a Bugatti, but it’s always been a long-shot because to afford such a beast, I’d need to save up $3M…. until now. The Tesla Roadster will deliver a faster car, with a longer range at a much much lower cost. How does thisRead more about Tesla vs. Bugatti and the cost of “ammo”[…]

On 18 August 2008, the domain name bitcoin.org was registered. If you would have invested $10,000 in bitcoin in May 2013, you would have made $7,474,993 (give or take, since it’s still rising at an alarming pace). Sales technology powered by artificial intelligence may see similar gains/valuations in the coming years. Why? Because as AIRead more about ScaleX.ai: Bitcoin[…]

In a call camp with Steve Richard, CRO of ExecVision, and Jared Houghton, CEO of Ambition, we shared to the world what Rob Jeppsen, CEO of XVoyant, has known to be true all along, that “fortunes are made in the follow-ups”. Another truth about the follow-ups, highlighted in this call camp as the obligatory call,Read more about SalesHack: Fortunes Are Made In the Follow-Ups[…]

Consider a sales professional who averages zero sales activities/day. They don’t talk to anyone, they don’t send an email, they don’t connect on social media, they just show up to work and collect a paycheck. Now consider a sales professional who averages 50 sales activities/day (1,000 sales activities/month). Sounds good right, wrong! For the average sellerRead more about more activity, more meetings, period.[…]

We’re launching the 12k sales activity challenge this month to raise awareness for “Blame-Itus“, a chronic pain in tech companies when a Rep will blame someone other than themselves for sales failure. Think of it like a 12K run – you have to have motivation, perseverance, and perhaps equally important access to technology to achieveRead more about the 12k sales activity challenge[…]

Sales Engagement Benchmarking – it’s time! Is 287 “sales activities” to generate a meeting good? Is a 1% opt out rate good? Is 38% open rate good? Do the KPIs vary by industry? by lead source? by Rep? Yes, yes they do. My good friend Trish Bertuzzi at the Bridge Group will tell you that!Read more about it’s time for benchmarking in sales engagement[…]

Of all the sales hacks posted to date, this is perhaps the biggest of them all. Especially for companies who have generated hundreds or thousands of leads, passed them to sales, and then see sales sent the back to marketing. This hack, otherwise known as the “unmatched socks” hack, is credited to Chris Beall, CEORead more about Sales Hack #23: The Dormant Leads Hack[…]